Career

Do You Hate Making Cold Calls as Much as Me?

July 10, 2023 by Jim Peacock Leave a Comment

Pricing is one of the most complex parts of running my own business. What am I worth?

Why do I have to “sell” all the time? If I’m good, why can’t people just find me?

When I was working with my business coach a couple of years ago, she suggested I make some calls to college career centers to see if they might be interested in some of my professional development services. I dreaded the calls. I set a goal to do five calls every Wednesday and would find a way to avoid them every week.

When I met with Mandy again I told her I hated selling and dreaded the calls. Our conversation went like this:

Mandy, “Do you offer a quality service?”

Me, “Yes.”

Mandy, “Do others benefit from these services?”

Me, “Yes.”

Mandy, “Then you are not ‘selling’. You are sharing your skills with others to help them.”

She was always good at getting me to think about my business differently. I still had a bit of imposter syndrome going on and worried about my credibility. Can I charge as much as I do? Am I worth it?

I stumbled on this TedTalk by Casey Brown who is a pricing consultant. She suggests if you focus on serving others in your work and adding value, it won’t feel like bragging, ie selling.

Her questions help me get my head around my worth.

What are my unique skill sets that help my clients?
What are my clients’ needs & how do I help them?
What do I do that no one else does?
What problems do I solve for clients?
What value do I add to their lives?

If I am honest in answering these questions about adding value to their lives, then I need to work on communicating that value and not being afraid to set my price for the value I bring to them.

The other game-changer for me was reading The Earned Life by Marshall Goldsmith and his “credibility matrix” idea. He states you build credibility twice. Once over time as you hone your skills. Next, it has to be noticed by people. You don’t need to brag about yourself, but people need to see you to build your credibility. If you have something to offer people, it’s ok to let others know. Not everyone will “buy” but what you hope is more people will “see.”

Secondly, you make a difference in the world through empathy. Make sure you put those you serve utmost in your mind. Build your relationships with others by empathizing with them: What are their problems? What are their pain points? What are their needs?

Look at Goldsmith’s Credibility Matrix pictured here.

Where do you find yourself on the “Making a Positive Difference” line?

Personally, I feel like I am on the right side, making a lot of difference.

Then think about where you are on the “Proving Yourself” line. If you are doing good work and other people see that you are doing good work, you are Earning Credibility (upper right corner).

If others do not see your work then you are Underselling Yourself (lower right corner). If others don’t know what you are doing, how can they support you?

So what are things you can do to get into the upper right corner and “earn some credibility?”

Present at conferences
Write articles for journals or your professional association
Comment thoughtfully on LinkedIn posts
Network wherever and whenever you can

What other ways might you earn some credibility?

Regardless of what you decide to do, if you are providing a quality service, be proud of it and price yourself accordingly. If you price yourself too low you diminish your work and our profession. If you want to work with underserved people, I recommend you determine your value and then you can offer discounts, but your value should be set in your head first. Then proudly state your value and don’t be ashamed…you are worth it if you do good work.

Jim Peacock is the Principal at Peak-Careers Consulting and writes a weekly email for career practitioners. Peak-Careers offers discussion-based online seminars for career practitioners focused on meeting continuing education needs for CCSP, GCDF and BCC certified professionals as well as workshops for career practitioners and individual career coaching.

He is the author of A Field Guide for Career Practitioners: Helping Your Clients Create Their Next Move and The Adventure of Finding Me in New Zealand. He is also the recipient of the 2020 Kenneth C. Hoyt Award from the National Career Development Association and the Mid-Atlantic Career Counseling Association’s Professional Contribution’s Award in 2020.

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My Three Words in 2023 to Guide Me

January 9, 2023 by Jim Peacock 4 Comments

My 2023 words did not come as easily to me as they had in the past. As always, I did a tech-free retreat to get out of my house, slow down, write, and think. This was a good starting point, and I felt like two words stood out for me. But the third word had been elusive, so I waited.

Journaling helps. Reading helps. Thinking helps. Slowing down helps.

Probably one of the best things I did this fall was to read Brene Brown’s book, Atlas of the Heart. I love how she broke down so many emotions and explained some of the subtle differences. It’s possible that all three words this year are because of this book. Yes, I had been thinking about some of them, but the book clarified what they mean to me and encouraged me to think deeper about them.

I struggled with the third word until one day when I sat down, pulled out my pen and journal, and just free-wrote for a few minutes:

I want to keep writing ◊ I want to stay humble ◊ I want to keep helping career coaches ◊ I want to slow down ◊ I want to keep working ◊ I want to keep playing ◊ I want to keep learning ◊ I want humor in my life ◊ I want to be outdoors as much as possible.

What I discovered was that the free writing confirmed the three words I had been considering…and it felt great. So much of this process is trusting my instincts and being authentic. So here are my three words for 2023 and why I chose them.

Joy

As I read Brene’s book, her definition of the word joy really stood out for me. It is “the good mood of the soul” and an intense feeling of deep spiritual connection, pleasure, and appreciation. While experiencing joy, we don’t lose ourselves, we become more truly ourselves.

She talks about how joy and gratitude are closely connected and can create an “intriguing upward spiral.” The opposite of what I call the “vortex of negativity” when people focus on the negative and all that happens is they get more and more negativity.

Gratitude was one of my 2019 words, and I’ve discovered that my yearly words never really leave me. I try to spend time thinking daily about what I am grateful for. So when I read about the connection between joy and gratitude it really resonated with me. Probably the phrase that really hits home for me is “good mood of the soul.” Yeah, I want some of that every day!

Humility

Although I list it here as second, this was the final word I chose. It didn’t really make the list until I did my journal purge and it came out almost immediately. Maybe it’s because I was just visiting my 96-year-old dad in Michigan and have watched him deteriorate from a healthy, vibrant, intelligent, successful man to his small world today. But he still remains thankful and gracious for all Jean (his wife) does for him and for all the times his children visit or call.

I’ve also seen some people in various fields who think they know everything. I am not one of those people and never want to be. I always feel like I have more to learn and that I am never the smartest person in the room. I might have more knowledge about a topic than others, but there is so much to know about any subject and there are so many people I know in the career field doing great work. I never want to lose my humility.

In Atlas of the Heart Brene describes humility as “openness to new learning combined with a balanced and accurate assessment of our contributions, including our strengths, imperfections, and opportunities for growth.” And most impactful is this quote:

“I’m here to get it right, not to be right.”

Exploration

This is an interesting word for me that has many meanings already. The word brings with it more questions than answers. Where do I want to spend my time this year? How can I explore new ways of working less while still providing quality? What are some ways to grow Peak-Careers in areas in which I want to do more in? (i.e. workshops) How are all my roles in life going to grow (husband, father, grandfather, mentor, friend)?

Exploration could be my continued effort to explore my 2022 word, balance. This past year I worked to balance my life more by looking at work and life. Exploration seems to be less about balance and more about exploring options to keep my brain growing, me learning, and experiencing new experiences.

We have some travel plans this year too and my curiosity about cultures and meeting new people is always strong. Exploring new environments, a new backpacking trip someplace, and the always present book on my shelf, seems to fit me well for now.

———————–

If you have tried the New Year’s Resolutions and they have not worked well for you, you may want to try this activity of choosing three words to guide you each year. You can watch some interviews and read some blogs I’ve written on this topic here https://peak-careers.com/?s=three+words

My strongest piece of advice is to write them down regularly. Not just print them off and post them, but to physically write them down with a writing utensil. There is something kinesthetically magical about that process where it seems to embed the word in my head better when I write it.

Below are my past words. FYI, I feel like they don’t ever leave me, they just are not forefront in my thinking.

2016 – Health ★ Mindfulness ★ Focus

2017 – Intentional ★ Authentic ★ Wellness

2018 – Reach ★ Capacity ★ Consistency

2019 – Reflection ★ Purposeful ★ Gratitude

2020 – Philanthropy ★ Rebalance ★ Strategic

2021 – Be ★ Kindness ★ Understanding

2022 – Community ★ Balance ★ Positivity

If you have chosen three words to guide you for the year, I’d love to hear what they are and what they mean to you.

Watch this interview with three of us talking about our Three Words to Guide Us in 2023

Another Tech-Free Retreat

September 12, 2022 by Jim Peacock Leave a Comment

I can’t tell you how much I missed doing a tech-free retreat this summer. I had plenty of time off this summer—I always do—but I had not done a real tech-free retreat until last week. For those of you who know me, you know what I’m talking about. For those who don’t know me, I have been doing tech-free retreats since 2016, inspired by Richard Leider’s book, Repacking Your Bags.

This is a day (preferably a full day 8 a.m. to 4:30 p.m.) where I turn off my cell phone and do not check social media while I read, plan, think, meditate, and “retreat.”

For a number of years I used a friend’s office space downtown Waterville along the Kennebec River, but she sold it last year and I have been struggling to find a new place. I used the local library and coffee shops in the past but always wanted to find a cabin or camp on one of the lakes nearby. Well, I found one.

I spent Last Friday at a friend’s camp on Messalonskee Lake here in Central Maine. The weather was fabulous (although that is not a prerequisite), and I spent the morning on the camp deck looking over the lake. I watched a loon swim by and a fish jump as I began writing in my journal. The peacefulness of the day was helpful in slowing me down.

There is something special about these retreats. They take me away from jumping between tasks and wondering how I am going to get to the third task on my list. This day was about slowing down. After writing and thinking for awhile, I picked up a book recommended by a friend, The Earned Life by Marshall Goldsmith, and began my journey into his thoughts on what is important.

After a short break for a morning meal and coffee, I returned to the deck for more reading and writing on my retreat.

I forced myself to stop and look at the water and forest around me, thinking of my mother who loved our camp in the Upper Peninsula of Michigan which looked similar to this camp. Mom could sit for hours and enjoy the moment. But I was always looking for things to do and struggled with sitting quietly and thinking. Not anymore. Now I relish the moments; but it took practice.

My day started with walking meditation which helps me focus and slow down. Most days, I take a mid-afternoon meditation break which helps me re-energize myself and refocus myself for the remainder of the day. This day was no different.

After taking some time to just reflect, I took out my editorial calendar and began planning my next 90 days. Turns out, I planned nearly six months of weekly emails and made numerous decisions about the kind of content I want to share with my followers. What a relief to get so much planned!

Journaling on my retreat — Selfie of me journaling on my retreat.

I know you are busy. We all are. But I encourage you to find time to slow down. Take a half day to turn off technology and let your brain think instead of react. Here is my blog from a couple of years ago, Tech Free Retreat and the Benefits of Turning Off the Tsunami of Information. If you try a retreat, please let me know how it goes.

Finding balance in my life

May 9, 2022 by Jim Peacock 4 Comments

One of my three guiding words in 2022 is “balance.” But what does that mean?

Do you have to give up something or rearrange something in order to increase time spent on something else?

Does it mean that every day is balanced the same?

Does it mean you prioritize one thing over another?

For me, balance is an awareness. An awareness that we have choices each day with where we spend our time and energy. The past year I have been thinking about what I love to do at work (live workshops) and where I have the least amount of energy. Surprisingly for me, as I explored this, I ultimately ended up taking individual career coaching off my website so I could focus more on trainings. I still do some career coaching but I wanted to shift that balance.

Guess what happened? I started getting requests to do more workshops. Yep. Two different state career associations, a state community college system, a college out west, a college in Boston, a medical company who wants to focus on retention, all contacted me this year…amazingly soon after I took career coaching off my website.

My challenge to you. Remember that you have choices, priorities, and tasks that you have some control over. “Where focus goes, energy flows,” was advice my business coach gave me and it’s true. Decide on your balance points, send the message to the “universe,” and you might be surprised what happens next. I have been pleasantly surprised.

Most of us need and/or want to work and all of us have lives outside of work. One thing I have always done is use all my vacation time each year. I even negotiated for additional vacation time in one position (and got it). Time away from work has always been important to me and I found that being refreshed made me a better worker.

Oftentimes one week was not enough to really re-energize and when I could, I tried to take more time off. We are complicated animals, we humans, and we need to be active. We also need a mix of activites so our brains can rest in different ways.

My challenge to you. Have you taken all your vacation time this year or do you at least have it planned? If not, consider ways you can use those hours/days to relax and reinvigorate yourself.

I also try to find balance within each day. I set an alarm for 45 minutes so that I remind myself to get up and move around. I try to take a 15-minute meditation break around 2:30pm each afternoon, and I am always surprised how much more energy I have when I return to work. Most days I take a walk either in the morning or after lunch. The other “balance” strategy I use is not opening emails throughout the day. I try to bunch them up so that I have time to finish projects and to just “think” through things a little better. Balancing my day and balancing my weeks are both strategies I try to be aware of.

My challenge to you. Make sure you are doing something to take control of your day and not always with your “pedal to the metal” with no time for yourself.

Because “balance” is one of my guiding words for the year, I write it down in my journal every time I write. This nudges me to think about how that word can fit into my day. I am constantly thinking about ways to keep me from working so many hours each week. I know I am at a different time in my career than many of you, and I put many hours into Peak-Careers when I started, but now I am thinking about how to manage my time better and to work closer to a 35 hour week…or less.

There are some weeks I still work 40+ hours, but by thinking about balancing my life, being aware of it, and considering how to balance work-life, I am always trying to keep my priorities straight. Is there a way for me to stop work a little early? Can this project or 25 unread emails wait until tomorrow so that I can spend time with my family? Balance is awareness.

My challenge to you. Think about your work-life balance, be aware of other people in your life that you want to spend time with, and your own personal mental health time.

I want to share with you this poem, “The Valuable Time of Maturity” by Mário de Andrade that really resonated with me.

” I counted my years and discovered that I have
less time to live going forward than I have lived until now.

I have more past than future.
I feel like the boy who received a bowl of candies.
The first ones, he ate ungracious,
but when he realized there were only a few left,
he began to taste them deeply.

I do not have time to deal with mediocrity.
I do not want to be in meetings where parade inflamed egos.

I am bothered by the envious, who seek to discredit
the most able, to usurp their places,
coveting their seats, talent, achievements and luck.

I do not have time for endless conversations,
useless to discuss about the lives of others
who are not part of mine.

I do not have time to manage sensitivities of people
who despite their chronological age, are immature.

I cannot stand the result that generates
from those struggling for power.

People do not discuss content, only the labels.
My time has become scarce to discuss labels,
I want the essence, my soul is in a hurry…
Not many candies in the bowl…

I want to live close to human people,
very human, who laugh of their own stumbles,
and away from those turned smug and overconfident
with their triumphs,
away from those filled with self-importance,
Who does not run away from their responsibilities ..
Who defends human dignity.
And who only want to walk on the side of truth
and honesty.
The essential is what makes
life worthwhile.

I want to surround myself with people,
who knows how to touch the hearts of people ….
People to whom the hard knocks of life,
taught them to grow with softness in their soul.

Yes …. I am in a hurry … to live with intensity,
that only maturity can bring.
I intend not to waste any part of the goodies
I have left …
I’m sure they will be more exquisite,
that most of which so far I’ve eaten.

My goal is to arrive to the end satisfied and in peace
with my loved ones and my conscience.
I hope that your goal is the same,
because either way you will get there too .. “

https://www.poemhunter.com/poem/the-valuable-time-of-maturity/

What Brings You Joy?

April 11, 2022 by Jim Peacock Leave a Comment

One of my three words to guide me in 2022 is positivity. I thought about using “humor” or “laughter” but ended up on the word positivity because it is a word I can connect with daily. It is broader than laughter and I can look for ways to simply be more positive in my daily life and to find joy in my life. (Read more about my words)

The impact of the pandemic over the past two years has permeated my life in so many ways. I feel more fatigued and I truly miss human contact. Before March 2020 I could attend in-person conferences and live concerts with hundreds of people without giving it a thought. Now I have to think about whether it is worth taking the risk… Staying positive has been more challenging than it had been before the pandemic.

So how do I work on positivity?
How do I find joy?

Here are a few things I do to help me look at the brighter side of life. Some are subtle and small, others make me smile just thinking about them.

Walking every morning. Some mornings my wife joins me to start our day. On other days I plug into a walking meditation app and begin my day focusing on the here and now. I pay attention to the birds singing, the wind blowing, the feel of my feet on the ground, my legs, my torso, my arms, and my head. All things to be present and in the moment. It slows me down, centers me, and makes me happy.

Journaling. Most days I start by writing down my thoughts and emotions in a journal. First, I write down my three words for 2022 to keep them in front of me and will sometimes note what a word makes me think of in that moment. Then I write whatever is on my mind. Sometimes it is work-related. Other times it’s personal. But the act of writing down these thoughts helps me “look at them” and it makes me feel better just knowing what they are and how important they are to me.

Thank you notes bring me joy. My three-month calendar is lined with thank you notes. Recently, I received one of the nicest thank you emails and decided to put it into my Google calendar so that it pops up once a month and I can reread it. It makes me feel SO GOOD—I can’t tell you how much. Then I got another one. So now on the 4th Tuesday of every month my calendar “pops up” a reminder at 5:00 pm titled “comments to make me happy.” Most of the time I have forgotten about it and I reread the thank you notes and it makes me smile.

Reading about happiness. I’ve loved Greater Good Magazine ever since I took an online class on happiness through the organization years ago. The class was one of the best I ever took and the regular emails/newsletters I get are wonderful. Here is an article that came out recently about doctors who prescribe happiness to their patients. I love it! As the article states, sometimes writing a thank you note is all we need to make us feel better. I had some Peak-Careers notes made up at the local print shop to have on hand whenever I wanted to send a thank you.

What do you do to make yourself feel
happier, more positive, or bring you joy?

Why My Career Community Is So Important to Me

March 7, 2022 by Jim Peacock Leave a Comment

Each year I choose three words to guide me, and one of mine this year is “community.” (Read all three and what they mean to me). The word “community” has multiple layers in its meaning to me, and as we come out of Covid my need to be a part of a community has probably never been stronger. I think about my hockey community which consists of about 8 or 9 guys who all love to play hockey outdoors here in Maine. And a high school friend and college roommate and his brothers who are all in a fantasy hockey league together.

Other personal communities include my backpacking buddies, my fishing buddies, and my family who are spread out across the country and stay connected via zoom for most of the year. All are important people in my world who add value to my life.

The other important community for me is that of the career professionals that I know. I have always been professionally involved, from my student activity days (1981-84) to my school counselor days (1990’s), and for the past 25+ years in the career development profession.

Often when I think of my career community, I think about things like:

What can I do to improve others?
Who are my “go to” people I can learn from?
Is there a role I could fill in my career development professional associations?
What else can I learn to better understand career issues?

As I think about what I can do to help improve others in my field, I think about my weekly career emails, or sharing great content I discover online, or writing articles, and more. I get great satisfaction from doing this and love it when I hear from others that whatever I shared, somehow connected or resonated with them.

CHALLENGE: What can you do to help improve our career community?

My “go to” people are many in this field and I see each one of them adding value in my life professionally and often personally. My “go to” people include: Hannah Morgan a.k.a. Career Sherpa who has nudged me to do more videos including a LinkedIn Live recently, Bob McIntosh who inspires me to write more, Barry Davis who shares my love for reading, and Sabrina Woods who has helped me realize the power of mindfulness and importance of slowing down. Others like Mark Danaher have helped me see the importance of sharing content with others with no expectation of getting anything back. (But the universe remembers). Thank you each for being such an important part of my community. There are many more and I hope you know who you are.

CHALLENGE: Who are your “go to” people?

I am finishing up my 6-year term (actually two 3-year terms) for National Career Development Association (NCDA) on the Training & Education Council in September. This has been a wonderful experience where I have learned more about NCDA, met people from all over the country, and have made a positive difference in the training programs we oversee. For many years I have been involved with the Maine Career Development Association and still keep a “finger” in the association, although not in an official role. I am not sure what I will do next but I am sure I will find something to keep me engaged in the career development profession.

CHALLENGE: What do you do, or could you do, for our profession?

Libraries mesmerize me. I still remember the Seattle Public Library years ago when I first walked through it. All these books and so much to learn. I feel much the same way in our profession, there is so much to learn about helping people with their career decisions. What don’t I know?

Well there is plenty I don’t know and I am always looking for ways to continue my learning which is why I read daily, listen to podcasts, attend conferences and webinars, and network. I feel like each person I meet is a person who can help me learn a different tool or perspective that I hadn’t known before.

CHALLENGE: What do you do to improve your own skills?

My career community helps me in each of these “challenges” and I hope you find value in your own career community.

Career

Joy

Humility

Exploration

After a short break for a morning meal and coffee, I returned to the deck for more reading and writing on my retreat.

I want to share with you this poem, “The Valuable Time of Maturity” by Mário de Andrade that really resonated with me.

So how do I work on positivity? How do I find joy?

What do you do to make yourself feel happier, more positive, or bring you joy?

CHALLENGE: What can you do to help improve our career community?

CHALLENGE: Who are your “go to” people?

CHALLENGE: What do you do, or could you do, for our profession?

CHALLENGE: What do you do to improve your own skills?

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So how do I work on positivity?
How do I find joy?

What do you do to make yourself feel
happier, more positive, or bring you joy?